You will recall that pointing out a minor flaw in your product or company can be a very useful tool in the sales process. It gives you immense credibility. Always, always, handle the problem that is likely to come up, in advance of the problem (objection/perceived, argument, obvious other point of view). Deal with any challenge early in the sales meeting while the significance of any issue will be considered to be very small and seemingly irrelevant.
Persuasion and Influence is in large part an issue of controlling the frame of communication.
You must realize that unless a person dismisses you out of hand, that they see something they like about your offer. Therefore control that frame, that focus of attention and key in on this area. Therefore in any disagreement, argument, objection you must change the focus of attention of the other person or people.
Deframing
The Take away close..... Once you are skilled in persuasion techniques, you will have the confidence and ability to prudently utilize deframing.
Deframing is a linguistic tool that can only be effectively implemented when you know a person's match/mis-match meta program, or, when you know the person definitely wants your service, product or offer. In a nutshell, you give the customer one opportunity to purchase your product or hire you. If they don't, you make it explicitly clear that you will move on and allow others to take advantage of your services.
This is the basic deframing pattern:
This is effective for people who are on a fence for no good reason.
"It makes no difference to me whether you buy this X or not. You have until tomorrow to make a decision and reserve your X or not. If I don't hear from you by noon, I'll know you didn't want it. No pressure. Bye."
9) Uncover Conditions to Confirmation
Even the greatest product in the world may not be able to help a person with a condition. You may be able to sell a $500,000 home at half price to an owner occupant, which is a bargain anyone is unlikely to ever experience. But if your client doesn't have the money for the down payment and hasn't got the income, resources or ability to sign the loan for other reasons you have a condition and you should never ask a person to enter into an agreement where he will lose.
Value is very important but it is not the only element in deciding whether to make a sale or not. If the client cannot do something, don't ask them to. A condition exists in some selling situations which means a sale won't be made, and when they do exist, you won't let that sale happen. It's a Win-Lose.
If you sense your customer has a condition, simply ask, "Is there something I'm missing, that I should know about that is causing you to wonder about this product?" If they respond with a concern, address their concern and let them own your product.
If they respond with a condition, don't let them buy your product. There will be another day for both of you.
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